Midterm 2 Flashcards
(114 cards)
What is evolutionary theory?
An INSTINCT is a fixed pattern of behaviour NOT acquired by learning
e. g. infant rooting.
e. g. human “nesting” behaviour
What is drive reduction theory?
We are motivated by internal drives in response to physiological needs.
seeks to maintain homeostasis.
Need –> Drive –> Drive Reducing behaviour
e.g.
Need (food + water) –> Drive ( hunger, thirst) –> drive reducing behaviours (eating/drinking)
What is the optimal arousal theory / the Yerkes-Dodson law?
Yerkes-Dodson law = “moderate arousal leads to optimal performance”
– mostly talks about the relationship between relationship and performance.
—>If you are under aroused (sleepy/ bored), it means that you are not as alert and prepared for the task at hand.
If you are over aroused (anxious / stress) then your performance also suffers.
Difficult/Easy
if we perceive something is difficult, you need to reduce your amount of ANS arousal so that you can achieve optimal performance.
And if you perceive something as EASY then you need to increase your ANS arousal so that you can stay within your optimal range of performance.
For games like golf… or free solo rock climbing (Alex Honnold)… you need to have a very low ANS to be able to have high performance. You need to be calm to deliver good results.
Whereas sports such as deadlifting, you need a higher ANS to have a good performance.
What is Cognitive Arousal (ANS) theory
- too little or too much stimulation can motivate us.
- boredom / overstimulation can motivate different behaviours
- Curiosity-driven behaviours, not physiological.
This theory includes SENSATION SEEKING.
It also includes INTRINSIC / EXTRINSIC motivation… a.k.a. does the reason you do something come from Intrinsic (internal reasons / personal joy/ morally rewarding)… or Extrinsic (external / need money / pay bills)
What are the 6 levels of Maslows hierarchy of needs pyramid.
what is the basic idea?
basic idea: mallows pyramid of human needs, beginning at the base with physiological needs that must first be satisfied before people can fulfill their higher-level safety needs and then psychological needs.
1st level: Physiological needs – need to satisfy hunger and thirst
2nd level: Safety Needs – Need to feel that the world is organized and predictable; need to feel safe
3rd level: Belongingness and love needs – Need to love and be loved, to belong and be accepted; need to avoid loneliness and separation
4th level – Esteem Needs – Need for self- esteem, achievement, competence, and independence; need for recognition and respect from others
5th level – Self-actualization needs – need to live up to our fullest and. unique potential
6th level – Self Transencende needs – ‘ need to find meaning and identity beyond the self
What is attribution theory?
situational & dispositional
when we look at someone else and try to figure out why they act a particular way. Its natural to infer either:
Dispositional or Situational.
dispositional mean causes within the person.. (e.g. attitude)
situational means causes outside of the person. (e.g. role)
what is fundamental attribution error?
The tendency to overestimate other peoples actions as internal dispositions (e.g. personality traits) and underestimate situation.
What is Cognitive Dissonance?
A difference between ones attitudes/beliefs and their actions
What was Dr. Daryl Bem’s View?
Changing behaviour can change attitude!
“behaviour is interpreted; then attitudes are formed”
Behaviour –> Attitude
What is the Foot-in-the-Door technique?
tendency for people who have first agreed to a small request to comply later with a larger request…
e.g.
getting someone to walk 1 block a day for exercise, then eventually making them walk 2 blocks.
or..
asking for a small investment in your business, and then later asking for more.
What is the door-in-the-face technique?
when you ask for an extremely large commitment that you expect to be turned down. Then asking for a smaller, more reasonable request.
e.g.
asking someone for a 10,000 loan, then later asking them for 1000 instead.
What does it mean to change or assign a role?
When an individual accepts a role in a place (work/ other), it can change their attitude about the work they are doing.
e. g. giving child the role of hall monitor.
e. g. giving an employee a promotion to manager.
changes their attitude, and they accept different responsibilities.
What are 3 compliance techniques?
Foot in the door, Door in the face, and assigning a role.
also..
Individuals are more likely to comply if…
A. You share something in common with the person making the request.
B. Affiliation with that group is important.
What makes public service announcements effective?
have an impact on:
- cognitions (thoughts)
- Emotions (feelings)
- Behaviours (actions
You should also be thinking of if things are peripheral (superficial, feeling based), rather than central (which is more fact based/ data/ statistics. )
> > you also have to be careful how you use descriptive and injunctive norms in PSA’s
good behaviour you want to use DESCRIPTIVE norms. – good people do what you are doing.
bad behaviour you want to use INJUNCTIVE norms – its not socially acceptable to do the thing.
PSAs more likely to be successful if descriptive and injunctive norms work together rather than in opposition.
Whether peripheral or central- focused, go moderate.
What is conformity?
not only acting as others, but being affected by how others act.
sometimes its helpful.. sometimes its harmful.
helpful = the law, green lights, work place protocols..
harmful = holocaust, harmful social norms, bullying.
What did Solomon Asch do
conducted the study where subjects in a group were asked to match line lengths.
it was a study on conformity.
subjects would deny the evidence that they saw with their own eyes, and go along with what the other participants (research assistants) said was the correct answer.
Main reason for this:
-avoid discomfort of agreeing with group
things that helped conformity:
- an ally (a person who also disagreed with the norm)
what are injunctive and descriptive norms?
Descriptive norms: The depiction of what people typically do.
Describing the actions of others.
e.g. “many past vistitors have removed petritirifed wood from the park, changing the natural states of the petrified forest.”
Injunctive norms: Your depiction of something as approved or disapproved.
e.g. “Please do not remove the petrified wood from the park, in order to preserve the natural state of the park”.
What is peripheral & central route persuasion?
Peripheral persuasion = superficial / feeling based
“occurs when people are influenced by incidental cues such as a speaker’s attractiveness”
Central persuasion = fact based / data/ statistics.
“occurs when interested people’s thinking is influenced by considering evidence and argumens”
What are Attitudes?
feelings, often influenced by our beliefs, that predispose us to respond in a particular way to objects, people, and events
What is groupthink?
“the mode of thinking that occurs when the desire for harmony in a decision making group overrides a realistic appraisal of alternatives”
Factors leading to group think: • High level of group cohesiveness • Isolation of group from outside information or influences • Dynamic and influential leader • High stress from external threats.
Characteristics of group think:
• Feeling of invulnerability
• Belief that the group is always right
• Tendency to ignore or discredit information contrary to groups position
• Strong pressure on group members to conform
• Stereotyping of outgroup members.
Very poor decisions
• Decisions with a low probability of success.
How do you minimize the occurrence of groupthink?
- Encourage debate. Role: one person is the devil’s advocate (critique + identify potential problems)
- Seek ‘expert’ opinions
What study did Dr. Stanley Milgram do?
Study on obedience.
study posed as a study of punishment on learning / memory
Patients administered ‘electric shocks’ to a participant that was begging them to stop….
all they had to be told was that it was essential that they kept on increasing the voltage.
they changed their cognitive dissonance by altering how they perceived their actions when the researcher accepted responsibility of whatever happened to the other participants. .
What is deindividuation?
A loss of self-awareness and self restraint occurring in group situations that foster arousal and anonymity // due to immersion in a group.
Happened to the guards in the Stanford Prison Experiment.
Theory that states we preform better at tasks when there is others present
Social facilitation theory
